22 Dec Influence – The Cocktail Party Phenomenon

Have you ever been at a cocktail party where you are part of a bigger conversation? Suddenly you hear your own name mentioned in a nearby conversation and your attention is diverted to the conversation where your name was mentioned to the exclusion of the first conversation you were in? In fact you can’t hear the first conversation anymore? This is called the cocktail party phenomenon. It suggests that people cannot process two conversations at once.

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How does this apply to influence? Only ask your stakeholder for one thing at a time.